Experience

Calabrio, Inc.

• United States
• Software Development
• 400 - 500 Employee

• Director, Sales Operations and Compensation

  • Nov 2022 - Present

  Lead a team of Sales Operations Specialists focused on support each of the sales regions in the US. As the key functional expert for the lead-to-cash process and systems for the sales and customer success organizations, drive over all adoption to process and procedures. Drive cross-functional projects, optimizing productivity and effectiveness of the Sales organization. Create and deliver compensation plans for the Revenue organization. Workstream Lead for the Salesforce.com rebuild. Deliver data insights, reports and dashboards that drive Sales performance and revenue attainment. Own the tech stack and continuously improve adoption. Partner with GTM leaders to develop strategies to enable the global sales team to scale effectively. Support the CRO on all projects needed to grow the Sales organization. Show less



CareAR, A Xerox Company

• United States
• Software Development
• 1 - 100 Employee

• Senior Manager, Sales Operations

  • Feb 2022 - Dec 2022

  Work cross-functionally across the organization to support Leadership on sales forecasting and planning. Drive sales compliance and business processes with Leadership and Product. Understand the full cycle of our business and translate to system and process requirements. Manage the development and administration of Sales compensation. Deploy a new CRM system and build out tech stack. Key Accomplishments: • Developed new sales processes for new combined organization. • Implementation of a new CRM using Salesforce.com within 3 months Show less



PacketFabric

• United States
• Software Development
• 1 - 100 Employee

• Sales Operations Manager

  • Mar 2020 - Oct 2021

  Work with executive leaders to understand sales objectives and drive new processes forward. Lead efforts for creating sales pipeline data, general sales metrics, and providing accurate sales forecasts. Craft and maintain prospecting plans and targets. Build pre and post-sale process, lead to book procedures and define customers and their ongoing needs. Develop all new forecast, revenue, compensation, and deal tracking analytics. Instrumental in creating and implementing workflow procedures for on-going migration of data from Salesforce.com to CRM. Key Accomplishments: • Create and refine sales processes and procedures • Create an onboarding process for all new sales hires • Deploy new instance of Salesforce.com • Hire, train and manage new Sales Operations support team Show less



Code42

• United States
• Computer and Network Security
• 200 - 300 Employee

• Director, Sales Operations and Analytics

  • Oct 2018 - Jan 2020

  Lead team consisting of Sales Operations Associates responsible for driving all operational activities from Lead to Renewal processing; Sales Operations analysts responsible for driving efficiencies in process, policies, and systems; and Compensation analysts responsible for developing and administering compensation programs. Work with executive leaders to understand strategic business objectives. Lead analytic efforts on sales pipeline data, general sales metrics, and providing accurate sales forecasts Key Accomplishments: • Streamline Salesforce.com • Create efficiencies within existing compensation plans • Managed a Renewals team responsible for small customers • Utilize Xactly to manage compensation program Show less



Lifetouch Church Directories and Portraits

• United States
• Photography
• 300 - 400 Employee

• Senior Manager, Sales Operations

  • Jul 2017 - Oct 2018

  Manage sales forecasting and planning while maintaining high levels of quality, accuracy, and consistency. Support the equitable assignment of sales quotas. Proactively identify opportunities for sales process improvement. Provide input in the development and administration of sales incentive compensation programs. Provide direction for redevelopment of Salesforce.com, while launching Lightning, Pardot, InBox, and Einstein. Key Accomplishments: • Developed new sales processes for 120 sales professionals. • Completed implementation from Classic version to Lightning version of Salesforce.com • Deployed Pardot within Lightning version of Salesforce.com Show less



CWT

• United States
• Travel Arrangements
• 700 & Above Employee

• Manager, Sales Operations - Meetings & Events, Americas

  • Jul 2016 - Jul 2017

  Manage sales forecasting, planning and budgeting processes used within the sales organization. Execute enabling technologies, including evolutions to CRM. Monitored compliance to attain required standards and optimize the effectiveness of technology investments. Key Accomplishment: • Drive vision of the NA M&E Sales through the redeployment of CRM tool • Evaluate industry trends in existing and new markets and translate data into insights for the sales organization Manage sales forecasting, planning and budgeting processes used within the sales organization. Execute enabling technologies, including evolutions to CRM. Monitored compliance to attain required standards and optimize the effectiveness of technology investments. Key Accomplishment: • Drive vision of the NA M&E Sales through the redeployment of CRM tool • Evaluate industry trends in existing and new markets and translate data into insights for the sales organization



Confluence

• United States
• Software Development
• 400 - 500 Employee

• Director, Sales Operations

  • Oct 2012 - Jul 2016

  Create Sales forecasting and pipeline reporting and provide statistical analysis of performance metrics. Manage region assignments, structure incentive plans, and set quotas. Perform Revenue forecasting, own and monitor sales budget. Track, analyze, and report commissions and incentive earnings. Manage training delivery to sales, sales management, and sales support personnel. Manage Sales Engineers team. Key Accomplishments: • Developed forecasting and process flows that increased sales • Improved the management of compensation measurements, payments, and account allocation Show less



SunGard Financial Systems - now part of FIS

• United States
• IT Services and IT Consulting
• 400 - 500 Employee

• Manager, Sales Information and Analysis

  • Jan 2002 - Sep 2012

  Manager, Sales Information and Analysis 11/09 – 9/12 Sales Information Administrator 11/07 - 11/09 Marketing Communications Manager 1/02 - 12/05 Lead strategic initiatives and coordinate completion of projects across various functional areas and manage relationships with key leaders in other business segments. Provide subject matter expertise and drive the design and implementation of new business processes. Make presentations to management on project updates, cycles, and expected results. Ensure projects are completed on time and in scope. Direct team CRM data projects (Salesforce.com). Identify enhancements to Business Intelligence reporting, while increasing user adoption, and ensuring full compliance with sales processes. Determine how the sales systems and tools will support high priority sales initiatives and roll out changes to the sales organization. Drive the implementation of a new Salesforce.com system, which includes requirements definition, work flow design, user acceptance testing and training material creation. Create and maintain standard reports (e.g. pipeline, lead management, productivity, etc.) used by the global sales organization. Manage development of online tools and training materials for the global sales organization. Integrate Salesforce.com into other company operations; examples include lead management (Marketing), win/loss analysis (Product Management) and revenue forecasting (Finance). Manage a team of proposal writers in the responses for Requests for Proposals (RFPs), using Qvidian RFP tool. Show less